Thomas J. Steenburgh

Tom Steenburgh is the John L. Colley Associate Professor at the Darden Graduate School of Business. He is an expert in business-to-business marketing and sales. Until recently, he was an associate professor at the Harvard Business School, where he taught the Business Marketing and Sales elective in the MBA curriculum and was the faculty chair of the Business-to-Business Marketing Strategy program in Executive Education.

Tom's academic research addresses questions that help managers measure the effectiveness of their sales and marketing strategies. He's worked on issues such as "Do lump-sum bonuses motivate salespeople to work harder or to play timing games with their orders?" and "Should firms use sales and marketing actions to manage their earnings?" He has recently published an article in the Harvard Business Review titled, "Motivating Salespeople: What Really Works."

Tom also is the author of numerous case studies that are taught in leading business schools around the world. This work primarily focuses on managerial issues in professional selling and sales force management. His case study on Hubspot is part of the HBS Premiere Case Collection and his study on EMC has been reprinted in textbooks.

Tom holds a masters degree in statistics from the University of Michigan and a PhD in marketing from Yale University. Before returning to academics, he held several positions in marketing and operations at the Xerox Corporation. His last position was in incentive strategy.